Strategic Account Executive – Financial Services

This is a fully remote position, open to applicants in Connecticut, +3 more states.

📋 Description

• Develop, manage, and implement a strategic territory plan aimed at broadening Workiva’s presence within major Financial Services institutions in a designated region.

• Establish and uphold a robust pipeline of qualified opportunities by collaborating closely with Workiva’s cross-functional team, which includes Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing.

• Discover expansion opportunities within existing customer accounts by comprehending each account’s business priorities, organizational dynamics, purchasing processes, current platform utilization, and long-term strategic goals.

• Engage with and align executive-level stakeholders, such as C-suite executives and senior business leaders, to grasp key initiatives, identify business challenges, and position Workiva as a strategic platform partner.

• Oversee intricate enterprise sales cycles from initial discovery to closure, leveraging a deep understanding of MEDDICC/MEDDPICC principles to qualify opportunities, determine decision criteria, build consensus, and drive predictable results.

• Collaborate with Solution Consulting (Solutions Engineering) and Solution Sales Executives to convert customer requirements into compelling demonstrations of the Workiva platform, business cases, and value-driven recommendations.

• Anticipate and mitigate customer objections by recognizing the foundational business, technical, commercial, and organizational challenges that could affect deal progression.

• Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategies and advance priority opportunities.

• Maintain disciplined pipeline management, ensure accurate CRM practices, and deliver dependable forecasting through timely updates, clear next steps, and thoughtful forward-looking deal analysis.

• Prioritize impactful selling activities, consistently fulfill customer and internal commitments, and retain a strong understanding of Workiva’s platform, solutions, market positioning, and Financial Services use cases.

⛳️ Requirements

• A minimum of 6 years of sales experience in a related field, targeting Executive-level buyers in enterprise technology, Software as a Service (SaaS), or other complex solution sales environments.

• Bachelor's degree or equivalent relevant career experience.

• Familiarity with the Software as a Service (SaaS) business model.

• Proven track record of achieving (and surpassing) sales quota targets.

• Experience selling to the office of the CFO.

• Background in selling to Financial Services customers.

• Ability to demonstrate complex software applications effectively.

• Strong business acumen with the ability to grasp complex business issues.

• Executive presence and capability to communicate effectively at the highest levels.

• Ability to identify and understand the influence of stakeholders versus buyers and navigate the intricacies of each during the sales process.

• Proficient in managing multiple complex sales cycles concurrently.

• Skilled in negotiating pricing while retaining value.

🏝️ Benefits

• Eligibility for commission based on sales performance.

• Restricted Stock Units granted upon hiring.

• 401(k) matching and a comprehensive employee benefits package.